Human resource- motivation at sales company Essay

Human resource- motivation at sales company - Essay Example Statistics indicate that sales persons are motivated by tangible rewards as well as cash rewards. They acknowledge that cash do help them get the bills paid but it does not keep sales people going (32%). In fact 79% respondents to an Incentive Federation survey indicate that they find non-cash rewards more effective in motivating them achieve sales and marketing goals than cash rewards. Tangible rewards increase performance by 22% while team incentives increase performance by 44%. Moreover, sales people are more enticed by incentive programs including give-aways, travel opportunities, privileges, club membership or be part of the company’s elite group. Although companies have the potential to improve their organizational performances, they are at times unaware of the tools available to them. For most organizations, motivation is compensation; it is cash rewards given out to employees as incentives. However, this is not the appropriate or effective strategy for increasing employee performance, changing their attitude or even motivating them, especially for a sales workforce whose motivational factors differ from other employees. Organizations need to focus on stoking sales team spirit according to Greco (1994). Compensation is not the only motivating factor (Smith 2008). The University of Michigan identified communication as the key to understanding employees motives and a means to responding to their needs (Ford, McLaughlin, and Newstrom, 2003). Representatives need statistics to boost their performance. Statistics to track sales and profits include traffic, average sale, closing ratio, inventory, pricing trends, prospects lists, client information, industry statistics etc. Cash rewards are unpopular as compared to tangible rewards. Positive incentives which can be integrated at the workplace to motivate sales team include recognition program, awards, and respect for contribution. Marchetti (2006) indicates